Elements of Influence

TERRY R. BACON (Durango, CO) is the founder of Lore International Institute, a widely respected executive-development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books including Powerful Proposals (978-0-8144-7232-3), What People Want , and The Elements of Power (978-0-8144-1511-5).

About the BookWe succeed in business and in life when we influence how others think, feel, and act: getting them to accept our point of view, follow our lead, join our cause, feel our excitement, or buy our products and services. The act of influencing is such a part of our daily lives that we often don't even realize when we (or others) are doing it. But to succeed, we need to know how influence works... and how to use it.
Influencing effectively requires adaptability, perceptiveness, and insight into other people and cultures. Based on 20 years of research, Elements of Influence shows readers how to:

Understand why people allow themselves to be influenced and why they resist
Choose the right approach for each situation
Be influential when they have no formal authority
Succeed in every kind of organization even in other countries
Filled with exercises and practical applications, this book shows how anyone can increase his or her influence to achieve greater success.
About the Author
Terry R. Bacon (Durango, CO) is the founder of Lore International Institute, a widely respected executive development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books including Powerful Proposals (978-0-8144-7232-3), What People Want , and The Elements of Power (978-0-8144-1511-5).

CONTENTS

Preface ix
Acknowledgments xiii
Introduction 1

Part I: Getting Others to Follow Your Lead 11
Chapter 1: Fundamentals of Influence 13
Chapter 2: The Ways and Means of Influence 35

Part II: Ethical Influence Techniques 47
Chapter 3: Let Me Explain: Logical Persuading and Legitimizing 51
Chapter 4: Believe Me: Exchanging and Stating 75
Chapter 5: Finding Common Ground: Socializing and Appealing to Relationship 97
Chapter 6: What Do You Think? Consulting and Alliance Building 113
Chapter 7: Finding Inspiration: Appealing to Values and Modeling 135
Chapter 8: Increasing Your Impact: How to Become More Influential 161

Part III: The Dark Side of Influence 187
Chapter 9: I Would Prefer Not To: Avoiding 191
Chapter 10: There's a Sucker Born Every Minute: Manipulating 205
Chapter 11: Winning Through Intimidation 223
Chapter 12: Making an Offer They Can't Refuse: Threatening 243

Appendix A: Definitions of Power Sources, Influence Techniques, and Influence Skills 249
Appendix B: Global Influence Research 263

Notes 273
Index 279
About the Author 288